The Challenge

The Spray Source (TSS) operates in a unique market with both business-to-business (B2B) customers such as auto body shops, and direct-to-consumer (D2C) hobbyists and enthusiasts. Their marketing challenge was clear:

• They needed a way to differentiate between B2B and D2C customers visiting their site.
  
• They wanted to collect more than just email addresses actionable data that could drive personalization.
  
• At the same time, they wanted to increase onsite conversions and revenue without sacrificing user experience.

The Solution

Partnering with Justuno, The Spray Source implemented a strategy centered on micro-commitment lead capture forms. Instead of simply asking for an email, TSS used progressive form fields and small interactive prompts to gather zero-party data—information that customers willingly share about their intent, needs, and preferences.

This allowed them to:

• Segment visitors instantly as B2B or D2C.
  
• Build personalized messaging flows tailored to each audience.

Optimize their email and onsite experience to match the customer journey.

The Results

The Spray Source quickly saw measurable impact from their Justuno strategy:

• Improved customer experiences by showing relevant offers and content for B2B vs. D2C customers.
  
• $237,000 in incremental revenue generated directly attributable to Justuno campaigns.
  
• 16% increase in AOV
  
• Reduced cart abandonments by 4%
  
• Higher-quality leads captured through zero-party data, fueling better segmentation and email marketing.